Share
Understand
Plan
Potpourri
Final Jeopardy
100
The three Desired Outcomes in "Share" are: 1) Create a Personal Connection, 2) Set Expectations, and, 3)...
What is Deliver Branding and Value Proposition.
100
Deepens the relationship and provides a clear understanding of the client’s decision-making process, value dynamics, emotional triggers, and personal motivations
What is Life Discovery
100
Gather Appropriate Information
What is the first Desired Outcome of "Plan".
100
Eduardo Briceno said about these two zones that, “The most effective people and teams in any domain alternate between these two zones, something we can all emulate.”
What are The Learning and Performance Zones
100
This is the response to “see you later, alligator?”
What is “In a while, crocodile.”
200
Which desired outcome is often mistaken for Life Discovery and Rapport?
What is Create a Personal Connection.
200
The 13 WMI document is shared during this desired outcome
What is prioritizing objectives
200
Other than a face to face meeting, this method is the best way to engage a client during the planning process?
What is Video Conference.
200
This is the next step after life discovery and financial discovery
What is Prioritize Objectives
300
Provide the client with a clear understanding and vision of the advisory relationship moving forward
What is the intent of "Set Expectations".
300
Fact, Issue/Concern, and Consequence
What are the 3 types of Discovery questions
300
This is the best way to validate client responses when gathering financial facts.
What are Account Statements.
300
What is it when a client says, “I had a plan done with my other advisor, just help me with my portfolio.” Or “This isn’t worth the time and energy. Can we just go through your recommendations"
What are Client Objections
300
This desired outcome was referenced in our training by Courtney's nephew, Jack
What is Setting Expecations
400
Once you've entered the RAP site, this is the number of clicks it takes to hear a branding message example
What is four.
400
When talking to this type of client you should avoid numbers and focus on outside interests and lifestyle
What is the Investment Phobe
400
This is the preferred delivery format when presenting an Action Plan to the client.
What is Written Form.
400
Personalizing how a recommendation addresses a gap identified in a client's life or financial discovery conversation
What is Bridging
500
As a result, "I know you, like you, and trust you. I am now comfortable starting to share the details of my life with you".
What is the Client Perspective after successfully moving through SHARE.
500
This client values personal security, freedom, and retiring early
What is the Independent
500
Savings Rate, Time Frame, Spend Rate, and Risk and Return.
What are the four key variables to customize a financial plan.
500
Carol and Clark
Who are the clients in the SUPER role play